Exam (elaborations)
PSYC 215 FINAL Detailed Questions And Expert Answers
- Course
- PSYC 215
- Institution
- California State University - San Marcos
PSYC 215 FINAL Detailed Questions And Expert Answers
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PSYC 215 FINAL Detailed Questions And ExpertAnswers
ELABORATION LIKELIHOOD MODEL - ANS a model of persuasion maintaining that
there are two different routes to persuasion: the central route and the peripheral
route
explains how people chnage their attitudes in response to persuasive messages
- people in certain contexts process persuasive messages rather mindlessly and
effortlessly and on other occasions deeply and attentively
some types of persuasive appeals are more effective when the target audience is
alert and attentive and others when the audience is on autopilot
CENTRAL ROUTE PERSUASION - ANS a route to persuasion wherein people think
carefully and deliberately about the content of a persuasive message, attending to
its logic and strength of its arguments, as well as to relatd evidence and principles
PERIPHERAL ROUTE - ANS a route to persuasion wherein people attend to
relatively easy-to-process, superficial cues related to a persuasive message, such
as its length or the expertise or attractiveness of the source of the message
- swayed by these cues without much thought
- rely on simple heuristics
,MOTIVATION AND ABILITY IN PERSUASION - ANS two factors determine which
route we take:
1. motivation: to devote time and energy to a message
- when the message has personal consequence we're more likely to go to the
central route
2. ability: to process the message in depth
- the more we know, the more likely we are to scrutinize a message (central)
- when it is low, we are more likelu to rely on easy to process peripheral cues
if we have both of these we take central route
- if either is lacking we generally reply on peripheral
being tired or distracted also more periphral more likely
however, variables (argument strength, expertise) can play multiple roles,
influencing persuasion through either the central or peripheral route depending
on the circumstance
for long lasting attitude change, persuasion through central route is better
for a more immediate acceptance without protest from unattentive group,
peripheral is better
,THREE ELEMENTS OF PERSUASION - ANS 1. source of the message
2. the content of the message
3. the intended audience of the message
SOURCE CHARACTERISTICS - ANS characteristics of the person who delivers the
message, including the person's attractiveness, credibility, and expertise
1. attractiveness - particularly persuasiove when the message isnt personally
important and when those listening dont know much about the subject
- likely to sway people to focus on perpheral cues
attractive sources can lead to central route by increasing favourability of peoples
effortful thinking about the position being endorced
2. credibility
- can sway opinions under circumstances that promote peripheral route
- can also be taken as a strong argument to in favor of the position if the audience
is highly motivated and able to think carefully
- also the issue of sleeper effect
, 3. certainty: people generally judge certain and confident sources to be more
credible (and we know credibility is persuasive)
SLEEPER EFFECT - ANS an effect that occurs when a persuasive message from an
unreliable source initially exerts little influence but later causes attitudes to shift
- people dissociate the source of the message from the message itself
also a form of the effect where there is delayed persuasion by a credible source
who is linked to a weak message but eventually is dissociated from it
MESSAGE CHARACTERISTICS - ANS aspects, or content, of a persuasive message,
including the quality of the evidence and the explicitness of its conclusions
1. message quality
2. vividness
3. fear
4. culture
MESSAGE QUALITY - ANS message quality
- high quality messgaes are more persuasive in general (especially for ppl strong
motivated and ability)
messages are higher quality when they
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